As Sales Director for JAS France, Stanislas Doutrieux manages seven sales representatives across five branches, focusing purely on outbound prospecting. The objective: to make them more motivated and more effective in their prospecting efforts. Here is his feedback.
Customer sheet
Client
JAS (Jet Air Service)
Sector
Transport & Logistics
On Eagr since
Teams
7 sales representatives, 5 branches
Ready to get started?
“What won us over with Eagr was the entire sparring partner, virtual coach approach, allowing us to practice as much as possible in near-real conditions before facing actual prospects.”
Stanislas Doutrieux
Sales Director France, JAS
The starting point
At JAS, an air and sea freight forwarder, the French sales team is focused on acquisition: seven sales representatives, five branches, and work centered on hunting new logos. A job where the challenge is not just picking up the phone, but picking it up often and well.
“The challenge we faced was providing them with the necessary tools to be both more motivated in their prospecting, in their hunting, and also to be more effective during these prospecting sessions.”
Stanislas Doutrieux
Sales Director France, JAS
Two distinct challenges, then: the consistency of the effort, and the quality of the conversation once the prospect is on the line.
The sparring partner
Training takes place with a virtual coach, in conditions close to reality. The difficult call has therefore already happened once before taking place for real.
“In hindsight, we have been completely satisfied with this service, as the sales reps really got into it and do the training regularly, with a different case each week.”
Stanislas Doutrieux
Sales Director France, JAS
The part people forget to mention
Before the tool, the human training and coaching establish the methodology.
“A very important point, which I feel isn’t highlighted enough by the Eagr teams: the entire training and coaching phase prior to using the system, which allows us to adopt the right methods to know how to best express ourselves when speaking to our prospect on the phone.”
Stanislas Doutrieux
Sales Director France, JAS
The results
The first impact is on motivation, and it can be seen on the calendar: prospecting is no longer a task that gets put off; it becomes a habit.
“We have sales reps who carry out prospecting sessions much more systematically and regularly. But these sessions are also far more effective, delivering better results, more appointments, and better qualification from prospects. And all of that happened through the sparring partner on Eagr.”
Stanislas Doutrieux
Sales Director France, JAS
Frequency, relevance, qualification: all three move forward together, and they are the three levers of a sales hunting team.
